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About the Role
Infoblox is seeking a Senior Director, Business Development & Ecosystem to lead partner-ecosystem growth across EMEA. This role involves setting and executing strategy for resellers, hyperscaler alliances, and the broad channel, while owning the revenue target for these combined efforts. You will lead a team focused on strategic partners, hyperscaler relationships, and inside partners driving volume through distribution.
Responsibilities
- Own the EMEA partner ecosystem revenue target across strategic resellers, hyperscalers, GSIs, distribution, and long-tail partners, with clear linkage to ACV, pipeline, and new-logo growth.
- Define and execute the EMEA partner ecosystem strategy, including partner segmentation, roles and interactions across tiers, direct-versus-partner motions, investment priorities, and scalable coverage models.
- Establish joint business plans, targets, operating cadences, and performance measures across all ecosystem segments; maintain an accurate forecast and take corrective action when performance is off plan.
- Lead, develop, and hold accountable the three-pillar organization covering Strategic Partner Accounts, Hyperscaler Alliances, and Inside Partner Team responsible for long-tail partner activation; hire, coach, and retain high-performing talent.
- Build executive relationships with strategic resellers, GSIs, and emerging partners to expand partner-sourced pipeline, influence complex transformation deals, and develop differentiated Infoblox partner offerings.
- Lead the EMEA hyperscaler strategy across AWS, Microsoft Azure, and Google Cloud, including joint go-to-market plays, co-sell motions, solution listings, marketplace adoption, and cloud-partner revenue.
- Scale distribution and long-tail partner contribution through onboarding, enablement, demand generation, deal registration, incentives, partner nurture, and programmatic co-sell motions.
- Optimize the partner coverage and engagement model as the business scales, balancing named strategic coverage with distribution-led and programmatic activation.
- Align closely with EMEA direct sales, channel programs, marketing, distribution, and other cross-functional teams to drive co-sell, prevent channel conflict, and increase partner contribution to new-logo revenue.
- Represent the EMEA ecosystem with regional and worldwide leadership, translating partner performance and market signals into strategy, investment recommendations, executive decisions, and alignment with global best practices.
Requirements
- 12+ years in enterprise software, networking, or cybersecurity sales and business development, with at least 5 years leading partner or ecosystem-focused organizations across multiple EMEA markets.
- Demonstrated track record of building and scaling multi-tier partner ecosystems — growing partner-sourced revenue materially and shifting new-logo mix toward the channel.
- Proven experience managing hyperscaler (AWS, Azure, GCP) co-sell relationships and marketplace motions; familiarity with hyperscaler partner programs, co-sell mechanics, and cloud-consumption-based selling.
- Experience engaging GSIs and large systems integrators in complex EMEA enterprise deals; ability to navigate long-horizon relationship-building and influence architecture decisions.
- Deep knowledge of two-tier distribution models and how to activate the long-tail channel through distributors efficiently and at scale.
- Strong commercial instincts: comfortable owning a multi-segment revenue number, building an accurate forecast, and structuring partner economics, incentives, and coverage models to drive the right behavior.
- Proven success building and leading high-performing teams across multiple functions (strategic partner sales, alliances, inside partner coverage) in a distributed, multicultural EMEA environment.
- Excellent executive presence and cross-functional influence — able to align direct sales leaders, marketing, distribution, channel programs, and worldwide partner leadership around a shared ecosystem plan.
- Able to structure complex qualitative and quantitative data into clear insight and a decisive point of view that holds up with senior leadership.
- Willingness to travel across EMEA as required.
- BS/BA or equivalent required; MBA or equivalent a plus.
- Additional European languages are an advantage.
Skills
- Business Development
- Ecosystem Growth
- Partner Strategy
- Hyperscaler Alliances
- Channel Management
- Revenue Target Ownership
- Forecasting
- Team Leadership
- Executive Relationship Building
- Go-to-Market Strategy
- Co-sell Motions
- Marketplace Adoption
- Distribution Models
- Commercial Acumen
- Cross-functional Influence
Location
- EMEA
Work Type
- Hybrid
Experience Level
- Senior Director
- 12+ years in enterprise software, networking, or cybersecurity sales and business development
- 5+ years leading partner or ecosystem-focused organizations
Education Level
- BS/BA or equivalent
- MBA or equivalent a plus
Salary/Compensations
- Competitive base salary plus an ecosystem-sourced commission / bonus target, with equity for the right candidate.
Benefits
- Comprehensive health coverage
- Generous PTO
- Flexible work options
- Learning opportunities
- Career-mobility programs
- Leadership workshops
- Paid volunteer hours each year
- Global employee resource groups
- Modern offices
- Hackathons
- Game nights
- Culture celebrations
- Charitable Giving Program supported by Company Match
- Pay transparency
- Reward performance
About the Company
- Infoblox is a leader in cloud-first networking and security solutions, protecting 70% of the Fortune 500.
- Recognized as CybersecAsia’s Best in Critical Infrastructure 2024.
- Glassdoor Best Places to Work 2025.
- Great Place to Work-Certified in five countries.
- Cigna Healthy Workforce honors three years running.
Equal Opportunity
- Infoblox is an Affirmative Action and Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.